Some “Special Features of Conducting Business in the Persian Environment,” from a 1979 cable sent by U.S. diplomats at the Tehran embassy… (and recently released by WikiLeaks):

THERE ARE SEVERAL LESSONS FOR THOSE WHO WOULD NEGOTIATE WITH PERSIANS IN ALL THIS:

- –FIRST, ONE SHOULD NEVER ASSUME THAT HIS SIDE OF THE ISSUE WILL BE RECOGNIZED, LET ALONE THAT IT WILL BE CONCEDED TO HAVE MERITS. PERSIAN PREOCCUPATION WITH SELF PRECLUDES THIS. A NEGOTIATOR MUST FORCE RECOGNITION OF HIS POSITION UPON HIS PERSIAN OPPOSITE NUMBER.

- –SECOND, ONE SHOULD NOT EXPECT AN IRANIAN READILY TO PERCEIVE THE ADVANTAGES OF A LONG-TERM RELATIONSHIP BASED ON TRUST. HE WILL ASSUME THAT HIS OPPOSITE NUMBER IS ESSENTIALLY AN ADVERSARY. IN DEALING WITH HIM HE WILL ATTEMPT TO MAXIMIZE THE BENEFITS TO HIMSELF THAT ARE IMMEDIATELY OBTAINABLE. HE WILL BE PREPARED TO GO TO GREAT LENGTHS TO ACHIEVE THIS GOAL, INCLUDING RUNNING THE RISK OF SO ALIENATING WHOEVER HE IS DEALING WITH THAT FUTURE BUSINESS WOULD BE UNTHINKABLE, AT LEAST TO THE LATTER.

- –THIRD, INTERLOCKING RELATIONSHIPS OF ALL ASPECTS OF AN ISSUE MUST BE PAINSTAKINGLY, FORECEFULLY AND REPEATEDLY DEVELOPED. LINKAGES WILL BE NEITHER READILY COMPREHENDED NOR ACCEPTED BY PERSIAN NEGOTIATORS.

- –FOURTH, ONE SHOULD INSIST ON PERFORMANCE AS THE SINE QUA NON AT ESH STAGE OF NEGOTIATIONS. STATEMENTS OF INTENTION COUNT FOR ALMOST NOTHING.

- –FIFTH, CULTIVATION OF GOODWILL FOR GOODWILL’S SAKE IS A WASTE OF EFFORT. THE OVERRIDING OBJECTIVE AT ALL TIMES SHOULD BE IMPRESSING UPON THE PERSIAN ACROSS THE TABLE THE MUTUALITY OF THE PROPOSED UNDERTAKINGS, HE MUST BE MADE TO KNOW THAT A QUID PRO QUO IS INVOLVED ON BOTH SIDES.

- –FINALLY, ONE SHOULD BE PREPARED FOR THE THREAT OF BREAKDOWN IN NEGOTIATIONS AT ANY GIVEN MOMENT AND NOT BE COWED BY THE POSSIBLITY. GIVEN THE PERSIAN NEGOTIATOR’S CULTURAL AND PSYCHOLOGICAL LIMITATIONS, HE IS GOING TO RESIST THE VERY CONCEPT OF A RATIONAL (FROM THE WESTERN POINT OF VIEW) NEGOTIATING PROCESS.

So much of this resonates. Although the phrase “cultural and psychological limitations” has just the slightest whiff of xenophobia, no? Perhaps “differences” would have been a better choice than “limitations”?

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